Tuesday 29 June 2010

Be The Best Sales Person at Your Law Firm

I met with the CEO of a major law software company

last week. They are the company that allow

law firms to make money while they sleep.

(If you want to be introduced let me know).

The best thing that Grahame said to me was...


Boyd, you’re a salesman!”


On the way back from London on the train I thought

a lot about this comment and decided to share my thoughts.


It makes me proud to be a salesman.

Because until someone sells something, nothing in this commercial

world actually happens. There's no marketing, no finance,

no law firm!

How are you as a salesperson?

  • Do you enjoy it?
  • Do you study how to do it?
  • Or, like me, do you just try your best and then hope that people buy?

Because, being your best and hoping that people

buy isn’t such a crazy idea.

In striving to be your best you generally get smarter and better

than other people. Because most people really don’t reach

half of their potential.

  • You see they give up learning.
  • They give up studying.
  • They aren’t self motivated.

What I love about you is that you took the

time to sign up to this newsletter.

(And many have been with me for 12 months now - thank you.)


You demonstrated that you are motivated enough to learn.


So I want to share with a like-minded person my list of what

I do to be as great as I can be.

Here’s what I focus on.


Smart. – I try to be smart. Flexible enough to think on my feet

rather than trotting out the same old stuff as everyone else.


Self-motivated. Nobody has to tell me what to do.

I know what to do and why I am doing it. I work to learn and earn every day.


Great Attitude. How much of my success is attributable to attitude?

10% No. 40% No. 90% Yes. Everything starts with a positive attitude.



Excellent Communication. I want to be compelling.

I want to tell stories that resonate. I want to be believable, clear and concise.


Physically and Mentally Fit. I want to exercise my body and my brain.

I want both of them to be fit to take on the day whatever it’s going to bring.

Mental and physical press-ups are required to live to the full.


Computer Skilled. I can’t have the excuse that “It’s all too difficult to keep up”.

The Internet rules the economic world.

Ignore this fact and in 10 years you’ll be unemployable.


Goal Driven. Having a goal is basic to success.

Devising and persisting with a plan to get there is key to success.

Action is genius and I need to act on getting to my goal.


Dedicated to Success. I want to achieve something every day.

It keeps the momentum going. It keeps me dedicated to my goal

with visible progress.


Past Success. Every time I do something successfully I

imprint it on my memory by squeezing my left index finger.

Those memories give me confidence. I can access that

success feeling any time I want by pressing on my finger.


A Career, Not a Job. It’s not about how much I earn this

week or this month. It’s about how much return I get on what

I am investing in. Give me a pound and 50% commission rather

than £2 and 10% commission.


I’m more interested in personal development and

success than money. I dedicate myself every day to becoming better.

As a result people value me more.


Lifelong Student: Accept I don’t know, then learn.

I know I don’t know everything. I accept it.

And I will never be someone that knows everything.

I am a "lifelong learner."


I love helping others. There’s nothing better than

helping someone become successful.

There’s probably something missing from the list.

Ah...Sales Skills.

But do you know what? It’s better to have a positive attitude

and brains than selling skills.


Because selling skills can be learnt.

Whereas being smart, happy and striving to be the best I can be is totally up to me.


Where do I get help to help me think?


Books. And I surround myself with positive people.


If you have never read anything about personal development try a couple of books

out and let me know how you get on. Take a look at these on Amazon.

Psycho-Cybernetics by Maxwell Maltz MD

The Strangest Secret by Earl Nightingale

Think And Grow Rich by Napoleon Hill

Power of Positive Thinking by Norman Vincent Peale


You can get all these books for £12 or so second hand.

Take them on holiday and read them. Read them instead

of watching TV. Read them on the train instead of trash

news.


I guarantee it's money and TIME well spent.


and for a taster of personal development books

try clicking here


http://www.greatlegalmarketing.co.uk/sitedata/Misc/01---The_7_Habits_of_Highl.pdf

Read more...

Recommendation Isn't Referring

Law Society research says 90% of people would recommend their solicitor
to a family member of friend. (IF ASKED BY A RESEARCHER).

Those are my capitals. Because it doesn't really matter what someone says to a researcher. What matters is what YOUR CLIENTS do.

Industry pats on the back don't do anything for your bottom line.

You can't spend researched recommendations at the bank.

And satisfaction is not loyalty.

The true test is loyalty.

How many of your clients will never leave you and
will defend you to the hilt?

Because loyal clients are the best referrers.

And the question is "How are you systematicallly asking
and getting referrals?"

Action on getting a systematic referral process
in place will do everything for you.

The research doesn't show how many referrals each
loyal client is giving you.

The research doesn't show how many each client could
give you.

The research doesn't show the value of each referral and what you should invest in getting referrals.

If you know how to get loyal, highly profitable clients and get them to refer
their best friends, clients and colleagues (i.e. people like them)
then you are on to a winner. But everyone already knows that don't they?

Still, how many people have a referral system in place?

Have you?

First admit you don’t know. Then learn. Then act.

Read more...

Wednesday 23 June 2010

Referral Partner System for Lawyers and Solicitors

Remember my last email where I talked
about getting a partner referral programme going?

(It's down below)

Well here's a letter format you can
swipe and deploy for your firm.

This is a real example being used by
my client.

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Partner_offer_for_Rentals_.pdf

Send this letter out to the top 75 businesses
in each category listed.

Obviously change the words for your own (or ask me
to do it for you £££ ;-)
but use the same or a similar format.

Any questions, let me know.

Boyd

PS enjoy the match. An England win means
happy people. Happy people buy things.

PPS advance notice...I'm away for August...
so get any questions in before then...

-----Original Message-----
From: boyd@greatlegalmarketing.co.uk
Sent: Tuesday, 15 June, 2010 10:19am
To: boyd@greatlegalmarketing.co.uk
Subject: Great Legal Marketing Newsletter - How To Create A Referral Network.

Good morning...

Still on the the theme of referrals.

Did you know there are only 5 steps you have to take
to create a referral network.

But you have to take at least one step today.

And that's to open the PDF
I've put together for you.

It's right here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/referral-networks-for-soli.pdf

I'll probably get a few emails after people read this.

So bear with me if it takes a couple of days to get
round to answering yours.

Read more...

Thursday 17 June 2010

Get Your Solicitor Firm on Bing For Buyers To Come

Here's a new tip for you.

You know Google Local right?

And if you've done what I suggested
you are probably making good money
out of it.

But have you done the same for Bing?

Because in my books Bingers are Buyers.

So it makes sense to get yourself on
the Bing local version.

You can do this so easily...I don't even have
to make a video to show how it's done.

Just click here
http://marketlocation.my118information.co.uk/Default.aspx?action=H

And follow the instructions...

PS for all you employment lawyers
using the World Cup to sell your services
take a look at this

http://www.youtube.com/watch?v=FZQL5kobOEs

How many ways can you present information
that makes it more interesting?

Read more...

Tuesday 15 June 2010

5 Steps To A Solicitors Referral Network

Still on the the theme of referrals.

Did you know there are only 5 steps you have to take
to create a referral network.

But you have to take at least one step today.

And that's to open the PDF
I've put together for you.

It's right here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/referral-networks-for-soli.pdf


I'll probably get a few emails after people read this.

So bear with me if it takes a couple of days to get
round to answering yours.

Read more...

Monday 14 June 2010

Do You Continually Test Your Prices for Your Legal Services?

Not the most professional.

Not the best.

But a very important
video

Here it is...

http://screenr.com/hZp



PS If you continually test your prices
and have no problems with getting
premium prices for your services you don't
waste time watching this...but one of my clients
doubled his prices after doing this and has
had 12 record months...

Read more...

Friday 11 June 2010

Mend Your Law Firm Marketing Bridges

Whenever I talk to a solicitor, listen in on calls or visit a law firm I find small inconsistencies or glaring problems which, if corrected, would lead to a lot more business.

In most cases, the owners or Partners simply leave the selling up to individuals.

They give them far too little coaching.

Your business has opportunities to do better.

When was the last time you tried to identify them and make changes to capitalise on them?

Let’s take phone calls. A lot of initial prospects phone a law firm.

They want to get a feel for the person they might consult with.

They might be asking for prices.

They might be comparing firms.

But I know 90% of owners don’t review how this phone call pans out.

How the solicitor puts the prospect into a liking-trusting-buying frame of mind.

Or not.

If you don’t have a systematic way of improving the way in which your prospects are converted on the phone then you have broken bridges to be built.

Try recording your calls and listening in. (I can arrange this for you)

Identify things that are said that work. And things that don’t.

The script you develop over time will be hugely valuable and powerful in getting you more business.

Go from converting 30% of leads to 80% at a higher rate?

Maybe.

And what would that mean for your business?

I've got a simple script that I have used in the past.

I use this to make sure I get what I want from a call...

If you want it let me know...

PS I write for The Negotiator Magazine and here's a page

you might want to look at - it has a list of questions you should know

the answer to http://www.greatlegalmarketing.co.uk/sitedata/Misc/neg-3.jpg

To make it bigger you should be able to click it.

Read more...

Wednesday 9 June 2010

How RG Solicitors market to Estate Agents to get more Conveyancing Business

I'm impressed a little with
RG Solicitors and how they
are targetting Estate Agents
via Estate Agent Today.

I've shot a short video
on what they are up to.

(At the end there's something
you can swipe and deploy with
schools in your area).

The video is here - or click on this link below.

http://screenr.com/6SK

Shame they don't have a proper landing
page for Estate Agents (do you?)

Shame they don't use video? (do you)

Shame they don't tell me what a free Will
is worth....oh well. Should get this newsletter
shouldn't they...

PS What problems are you having
at the moment with your marketing?

Don't be shy...ask me....

Read more...

Solicitors Must Test Prices Regularly

Not the most professional.

Not the best.

But a very important
video


Here it is...

http://screenr.com/hZp


PS If you continually test your prices
and have no problems with getting
premium prices for your services you don't
waste time watching this...but one of my clients
doubled his prices after doing this and has
had 12 record months...

Read more...

Marketing for Lawyers Isn't a Dirty Word

Some lawyers think that marketing is a dirty word.

They think it’s a bit distasteful. That we “don’t do things that way.”

Which is wrong. (And you know it ;-)

Because marketing can be a matter of life or death.

Think I’m overplaying it?

Consider the marketing that a charity like Save The Children engages in.

If they market well, they make more money. And they save lives.

If they get it wrong, fewer children are saved.

If you are marketing ethically

it is the right thing to do and profitable.

And that’s what you should be thinking when you market.

What are you doing that is good. How are you helping?

What problems are you solving?

And if you get great at marketing yourself wouldn’t it

be great to have lots more customers and be able to donate

a little bit to charity yourself?

What about getting involved in the free Wills scheme for over 50's?

http://www.icr.ac.uk/support_us/help_us_in_your_will/will_for_free/index.shtml

Remember probate comes from Wills...

If you know which charities your

clients support? (hint...hint...more reciprococity)

you're on to a win -win. So make it systematic to find out.

Remember the key psychology behind things like this?

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Psychology-GreatLegalMarke.pdf

Read more...

Monday 7 June 2010

Help Estate Agents and They Will Help Your Solicitor Firm

June 7th - Help Estate Agents and They Will Help Your Solicitor Firm

There's a lot of noise about referral fees being paid out to Estate Agents.
And some agents will always go for the cash...i.e. who pays the most.
And that's ok for you if you are happy with it. (Until someone pays more than you).

Ultimately every business wants more leads. And what do you think would happen if you could help Estate Agents get more leads? Would they come to you?

Would they give you conveyancing leads? Would they be loyal?

So here are a couple of ideas for you to make Estate Agents loyal. (And I'm assuming you have a partner marketing plan that targets them and sets you up as "the estate agent's solicitor" for your area?)

1 Write a report on "How to sell your house for top dollare when getting divorced."
You can then co-brand this with the estate agent and share the marketing.

2 Write a report on "How to sell a house when the owner has passed away - your guide to Probate and Property." Ditto for the marketing.

3
Write 50 Top Tips for Estate Agents and send them to the Estate Agents that you want to start building a relationship with.

Of course the 50 Top Marketing Tips bit is easy.

You just use mine
(with permission that you must request) that I've already prepared for you...

Get them here

Read more...

Tuesday 1 June 2010

Guarantees Win Business for Law Firms.

One of the problems buyers have is choosing.

Because choosing a law firm means you might get the choice wrong.

And people are worried about making mistakes. That's natural.

Everything you can do to prevent someone making a mistake in choosing
you will help you get more clients. Testimonials (Social Proof), Referrals, (Trust)
Chambers/Lexcel (Authority) all help.

And so do guarantees. The bigger the guarantee the less risk there is for someone to get it wrong by choosing your solicitors firm.

So it's great to see one of the best marketed firms,
Bonnalack and Bishop


using a guarantee with commercial litigation. Tim Bishop, who runs the firm, is more entreprenuer than lawyer. He has taken a marketing-focussed approach to his firm. It's one you can swipe and deploy a number of ideas from.

What guarantees can you make to get more people to choose your law firm?

For more on guarantees and marketing law firms click here.

Read more...

Wednesday 26 May 2010

Testimonials and Referrals for Solicitors

Great Legal Marketers,

Do you collect testimonials and referrals for your law firm?

You know that your clients want great service.

Do you know if you give it to them?

I am going to assume you ask your legal clients about
your service. And that you do some kind of follow-up survey.
And maybe you actually do something with the results.

Let me ask you...

Is your client survey also a way of getting testimonials?

Because if you word it the right way you will
get them every time. And you will get testimonials that
say you are great, (for specific reasons).
When you get these testimonials people are
declaring they like you.

And they are on the way to becoming loyal.

Which means they are prime clients for getting law firm referrals for you.

And those that really enthuse...
you must dig deeper to get a case study from them.

Or maybe a video testimonial. This works with
business and private clients.

How you do your client follow-up does matter.
If you haven’t got a client survey in place that does this you
might want to get one.

And if you don’t know how... cue music....

“Who you gonna call?”

B-O-Y-D B-U-T-L-E-R!

Read more...

Do you collect testimonials and referrals for your law firm?

You know that your clients want great service right?

Do you know if you give it to them?

I am going to assume you ask your legal clients about your service.

And that you do some kind of follow-up survey.

And maybe you actually do something with the results.

Let me ask you...

Is your client survey also a way of getting testimonials?

Because if you word it the right way you will get them every time.

And you will get testimonials that say you are great, (for specific reasons).

When you get these testimonials people are declaring they like you.

And they are on the way to becoming loyal.

Which means they are prime clients for getting referrals for you.

And those that really enthuse...dig deeper to get a case study from them.

Or maybe a video testimonial.

This works with business and private clients.

How you do your client follow-up does matter.

If you haven’t got a survey in place that does this you might want to get one.

And if you don’t know how... cue music....

“Who you gonna call?”

B-O-Y-D B-U-T-L-E-R!

Read more...

Tuesday 25 May 2010

People Pay Top Dollar for Legal Solutions

It is incredibly difficult to be a successful lawyer/owner/entrepreneur

and that's what most law firms are run by.

Sole practitioners - responsible for everything.

In reality these owners find it hard to know what to do. Because they
are in the thick of things on a daily basis.

This is no different from any industry where the owner is also a worker,
(except the onerous and unfair restraints put on solicitors by regulation).

Where law firms should focus is on providing solutions
and not just advice.

Advice is seen as expensive and ubiquitous.

People will pay any price for solutions.

Many law firms are members of my newsletter.

Some of them take the advice.

Som even act on it.

But if I were to provide the solution to your legal marketing problems and
do it for you...i.e. give you lots of willing buyers that would
pay the price you want...what would you pay me?

If you create a system that provides solutions profitably
and it is not reliant on time billed or geography
then you have something very valuable.

It is almost immune to any threats because it is so valuable to clients
and prospects will find you with good marketing.

The system is based on;

Find what people want = solutions to their problems.
Make sure there are enough of them = market.
Devise a way of delivering it = profitably.
Communicate it to them you have the solution = marketing.

Rinse and repeat with new solutions when you find out
more niches.

The beauty of this is that you also have something you can sell
when you retire or when you want to. Because it's similar to a franchise.

(See Gerber's E-Myth Revisited book).

The answer is always the same in business.

Great marketing gives you more money.
You can invest more in the solution.
You get more clients because of it.
Which you re-invest in marketing.

Apple Mac anyone?

Read more...